Every professional service firm knows that cross-selling makes sense yet so few manage to maximise the potential of internal referrals. Some practice groups are almost entirely reliant on referrals from external organisations – how do they get more from existing referrers and generate work from new referrers? This session offers delegates the opportunity to share experiences and develop new approaches to accelerating their referrer management programmes.
With the advent of GDPR, intelligent SPAM filters and flooded inboxes, getting your email marketing right is trickier than ever. This half-day course helps marketing managers and assistants set up their email systems for success, implement effective email processes and optimise their email marketing in light of modern technologies.
A popular highly interactive full-day workshop for senior marketing assistants and executives who want to
a) move from responsive service provision into a proactive advisory role and
b) grow into more managerial, strategic and client focused areas.
This online half day course is for marketing and business development assistants and executives who are keen to develop their impact, assertiveness and effectiveness. These skills and approaches will help improve relationships with team members and fee-earners and thus enhance reputation, role and contribution. The focus is on personal and interpersonal communications skills in a modern professional service firm.
This half-day session explores how to design and implement a Key Account Management (KAM) programme. It provides a selection of models, tools, techniques and ideas to help marketing and BD professionals whether they are new to KAM or manage existing programmes. It also shows how we can help fee-earners create more effective relationships with their major clients. Account Based Marketing (ABM) is also discussed.
Whilst those in business development roles may have some involvement in selling situations, many marketers have not had formal sales training and lack selling experience. They are therefore locked out of selling except perhaps in formal tenders. This intensive half-day session provides an introduction to sales processes and skills. It will allow marketers to support fee-earners in both converting sales leads generated through marketing campaigns and in helping fee-earners target new business opportunities.
Social media algorithms and users' behaviour change frequently. Effective social media strategies from five years ago are not always fit for purpose in 2020. This half-day course brings marketing managers and assistants up to speed on how to create suitable social media plans to support your BD and brand awareness objectives.
A popular interactive full-day workshop for marketers and business developers who are looking at how to position and prepare themselves for their first management role. This is part of the well established series of courses supporting marketers as they progress through their careers in the professions.
Delegates will develop a step-by-step approach to help fee-earners use the relevant skills, resources and processes to prepare perfect pitch documents and presentations and so increase their conversion rate.
Only a planned and focused approach to your digital channels and online content results in increased brand awareness and more effective online BD. This half-day course helps marketing managers and assistants go beyond a reactive digital presence and ad-hoc content generation to develop multi-channel digital campaigns and focused content strategies.
As firms manage costs, PAs and secretaries are required to take on an ever-increasing range of marketing and BD activities – and often these staff have no or little training in the subject. This half-day workshop covers the basics of marketing and BD in professional services firms and is designed for those who are either supporting fee-earners or departments who are active marketers or those working within a marketing or BD team.
This new half day workshop provides insight and guidance to both new and more experienced professional services marketers who may be dealing with both internal colleagues and external clients. It is based on Kim Tasso’s new book, Better Business Relationships, which brings together a wealth of knowledge, insight and practical advice, from leaders in psychology and management to communications and sales.